...Richard Conde; Cameron Sumlin; Lucille Pointer Purpose This study examines how salesperson involvement in influencing sales training programs enhances training effectiveness and quota attainment. By leveraging self-determination theory (SDT), partial least squares structural equation modeling (PLS...

...Ashraf M. Attia; M. Asri Jantan; Nermine Atteya; Rana Fakhr Purpose – The purpose of this paper is to examine similarities and differences of current state of initial sales training practices of both domestic and multinational corporations (MNCs) in Egypt. This paper begins by reviewing the cross...

...Ashraf M. Attia; Earl D. Honeycutt, Jr Purpose The purpose of this article is to improve the sales training process by gaining a deeper understanding of the first two levels – reaction and learning. Design/methodology/approach A total of 79 sales supervisors of a US firm operating in Egypt...

..., especially when coupled with positive rewards for these achievements. © MCB UP Limited 2001 Canada Sales training Salesforce Sales management Customer service Sales territories The unmistakable trend towards accountability in marketing (Lilien et al., 1998) and the pressure...

... their supervisor is successful in getting management to recognize their problems as well success (Tyagi, 1985b). © MCB UP Limited 1997 Canada Managers Sales methods Sales training Salesforce Teamwork Our objective is to investigate the effectiveness of the salesforce which is related...